Clients Archives - Page 22 of 22 - The BTI Consulting Group

The Going Rate—What Clients Really Pay Law Firms

Check back next week for The Going Rate, Part 2—What Law Firms Really Charge Clients. And learn more about what corporate counsel are really paying law firms in BTI's Billing Rate Reference 2014 here: www.bticonsulting.com/rates.

Michael RynowecerMay 27, 2014

The Mad Clientist

The 3 Rules of the 80 Percenters

The typical firm wins just 1 out of 3 RFPs or pitches they participate in; a less than inspiring 31%. When it comes to RFP and pitch win rates, the playing field is divided. On the low end of the scale is a group of firms with win rates hovering…

Michael RynowecerJanuary 29, 2014

The Mad Clientist

Law Firms Build Serious Marketing and Biz Dev Muscle

Lip service is over. Law firms are building marketing and business development muscle to drive market gains—and partners show their support by voting with their wallets. Law firms steadily boosted their investment in marketing and business development since 2010. Budgets at the 100 largest firms experienced a compound annual growth…

Michael RynowecerDecember 2, 2013

The Mad Clientist

Cross-selling: Legends, Folktales and Statistics

1. The typical primary law firm provides 3 practices to a single client. Fiction:On average, a primary provider delivers 1.8 practices to a single client—meaning most law firms deliver one, and a handful service 2 practice areas. The average client has 4 major practice needs and 5 minor, but measurable,…

Michael RynowecerOctober 30, 2013

The Mad Clientist

The Mad Clientist’s Maxims: The RFP Process is Neither Fair nor Objective

The only people who dislike RFPs more than you are your clients. To some, the RFP can serve as a beacon of hope to win new business—driving adrenaline levels and competitiveness sky-high. To others, the RFP is a wake-up call—a signal your client relationship is at risk because you are…

Michael RynowecerOctober 23, 2013